quote to cash - identifying & driving value

Copyright © Capgemini 2016. All Rights Reserved

Capgemini at Dreamforce 2016

Quote to Cash – Identifying & Driving ValueSharik Dhiman

2

Agenda• Quote to Cash – Problem Statement• Common Business Challenges• Preparing for a Quote to Cash Implementation• Capgemini Methodology• Expected Benefits from Quote to Cash Implementations• Vendor Selection Criteria• Why Capgemini?• Q & A


Capgemini at Dreamforce 2016 3

Quote to Cash – Problem Definition



Common Business Challenges

Inability to Scale

Technology across

Channels

Average Quote

Turnaround Time

Inaccurate Quotes & Contracts

Rogue Discounting

Inconsistent Processes

across regions

Inconsistent Customer

Experience across Sales

Channels

Ramp-up time for

new Sales Reps

Salesperson Time Spent

on Administrativ

e Tasks



Preparing for a Quote to Cash Implementation



Capgemini Methodology

Scan & Define 6 – 12 Weeks

Pilot Implementation4-8 Months

Global Rollout

Key ActivitiesBusiness Process Review Define Unified Catalog HierarchyDefine Discount FrameworkData Migration/Integration ApproachDeployment & Release PlanningPilot Scope Definition

Key ActivitiesDetail Requirement VerificationIterative functional design with Pilot Users

Iterative build, Configuration & customization

Data Migration & Data Integration SIT, UAT & Deployment, Support/Feedback

Key ActivitiesUnderstand Localized RequirementsRequirements based solution localization

Iterative build, Configuration & customization

Data Migration & Data IntegrationCOE Planning



Expected Benefits from Quote to Cash Implementations

Reduction in Contract and Quote Error

Rates

Higher MarginsIncreased Customer Retention

Higher Quota Attainment Larger Deal Size Shorter Sales

Cycle

Improved Lead Conversion Rate

Ability to Scale Systems and Processes

Reduced Cost to On-board Reps

Capgemini’s Quote to Cash offering is focused on enabling companies to transform the customer and employee experience during the sales cycle and setting up systems

to support growing businesses.



Vendor Selection Criteria

Functionality Usability Scalability & Performance

Integration Capability Maintainability

Product & Pricing

Modeling Capability

Technical Architecture

Vendor Credentials &

Support Model


Capgemini at Dreamforce 2016

Our CPQ Capability is focused on:

Configure Price Quote

Contract Lifecycle

Management

CRM & ERP Integration

• Identify Business Goals & Value Drivers• Vendor Evaluation• Deployment Roadmap

Assess

• Business Process Analysis• Product & Price Modeling• Technology Implementation

Execute

• Scale to additional business units• Scale to additional geographies• Enhance capabilities

• Establish a COE for central governance• Track KPI’s to drive business valueMaintain

Alliances

Why Capgemini?• Vendor Agnostic Approach

• Battle Hardened Consultants

• Dedicated CPQ/CLM Resources

• Utilization of Quote to Cash Accelerators to speed delivery, lower costs and reduce risk

• Focus on organizational change management

• CPQ Certification Process• Internal Training – CPQ Fundamentals• External Training – Tool Specific• Implementation Hours

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Why Capgemini?

The information contained in this presentation is proprietary. © 2016 Capgemini. All rights reserved. Rightshore® is a trademark belonging to Capgemini.

www.capgemini.com

About CapgeminiWith more than 180,000 people in over 40 countries, Capgemini is one of the world's foremost providers of consulting, technology and outsourcing services. The Group reported 2015 global revenues of EUR 11.9 billion. Together with its clients, Capgemini creates and delivers business, technology and digital solutions that fit their needs, enabling them to achieve innovation and competitiveness. A deeply multicultural organization, Capgemini has developed its own way of working, the Collaborative Business Experience™, and draws on Rightshore®, its worldwide delivery model.